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Sales Territory Question 

I'm curious as to what everyones opinion here on sales territory for a sales team that's less than 5 people. Do you set a hardline of territories? Are you more flexible?



Accounts
B2B Sales
Territory Model
Posted 3 months ago by
AB
Andrew BrownCEO at Toolfetch
I am more flexible since our company is national. Possibly in the future we will set more territories, but it opens the sales rep up to a lot more business when calling outside their local area.
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3 months ago

Jason BrausewetterManaging Director at Gain
Julian - it really depends on who you sell into. I, personally, do not like wild west mentality.  I believe sales people operate better with a structured territory -gives them focus and ability to have higher penetration rates.   
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3 months ago

Yuri DekibaResearch Director, CSO Insights (Research Division of MHG) at Miller Heiman Group
Julian Besonen - agree with Jason Brausewetter in that 'it depends'. Sales coverage is an output of your sales strategy and objectives, and an input into defining your sales roles. If your sales team of 5 are primarily inside sales, a more flexible territory assignment might be ok.  But if they are field sales, you will want to take geography into ...See more
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about 2 months ago

Brittaney Barnett
We have less than 5 people on our sales team inside and outside and we have hard set territories. 
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about 2 months ago

Richard FlyDirector, Federal Sales at BahFed Corp
Thoroughly agree with Jason and Yuri here, but would add that the "depends" should be focused on where the money will originate. Within Public Sector business, especially Federal, a Field BDR could be working a project in their territory, only to grow it beyond the fiduciary of the Contracting Officers in that region. Ultimately, forcing the purcha...See more
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about 2 months ago

Alex ScaramucciStrategic Account Manager, Healthcare at Pioneer Solution, Inc.
When you have limited resources (staff), you need a lot of strategy and focus on your target market.  Having a defined territory is a good start for driving that focus for your reps.  If an opportunity outside the defined territory does occurs, I recommend matching talent, personality, and experience up with the opportunity.
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about 2 months ago

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